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Behavioral Perception Matrix
PROMOTING STYLE
Creative, enthusiasticand expressive.
Weaknesses:Lacks follow through,appears phony, pushyand insincere
Backup Style: Tantrum
(Who?)
SUPPORTING STYLE
Accepting, cooperativeand friendly.
Weaknesses:appears weak, indecisive,wishy-washy andsmothering
Backup Style: Compliance
(Why?)
CONTROLING STYLE
Driving, efficientand results-oriented.
Weaknesses:Appears insensitive,brassy
And overbearing
Backup Style: Tyrant
(What?)
ANALYSING STYLE
Thorough, exactingand persistent.
Weaknesses:Apathy, boring, pickyAnd stubborn
Backup Style: Avoiding(Clams up)
(How?)
FORMAL(TASK ORIENTED)
INFORMAL(PEOPLE ORIENTED)
DOMINANT EASY GOING
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MOTIVATIONAL DIFFERENCES
ExcitementRisk
Who?(Personalchallenge)
Effort
Visibility
Emotionalappeal
AlternativesSafety
How?(Technical)
Face
Certainty
Clear optionsSafe choices
AchievementResults
What?(Result-oriented)
Time
Immediateresults
Freedom tomake
decisions
RewardsFriends
Why?(Personal, notgoal-oriented)
Relationships
CooperationCompanionship
Detailed plans
Respond toproducts andprojects thatpromise:
Respond well toan approachthat answersthe question:
Want to save:
Want to gain:
Are influencedto decide by:
Promoting Supporting Controlling Analyzing
Interpersonal Styles
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NHNG KHAC BIET VE ONG C
S soi noiRui ro
Ai?(Th thachca nhan)
No lc
S ro rang
Cam xuc
S thay oi
S an toan
V sao?(Ky thuat)
S dien
Tnh chacchan
Nhng lachon ro
rangNhng chonla an toan
Thanh tuKet qua
Cai g?(Hng en
ket qua)
Thi gian
Nhng ketqua nhanh
chong
T do a raquyet nh
Phan thngBan be
Tai sao?(Ca nhan,
khong hngen muc
tieu)
Moi quan he
Hp tacTnh ban
Nhng kehoach chi tiet
Phan ngvi nhngsan phamva d anha hen:
Phan ngtot vi mot
cach tiepcan tra licho van e:
Muon gi:
Muon at
c:
Quyet nhchu anhhng bi:
Thuc ay Ho trKiem soat Phan tch
Cac kieu hanh vi
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STYLISTIC DIFFERENCES
Social skills;
good at winningpeople over
Pause, check,count to 10
Fast-pacedchallenge with
rapid gains
Applause,sincere
feedback
Over-committed
Openness
Talk too much
Tantrum
Knowledge;
relate to othersaroundinformation
Take initiative;make timely
decisions
Limited pressure;unlimited time oran escape route
Activitybusy-ness
Overly-detailed
Reliability
Fall silent
Withdraw
Efficiency, get
it done well, ontime
Listen tofeelings as well
as words
Winner in acompetitivechallenge
Results,results,results
Over-eager
Congruence
Become morecontrolling
Become adictator
Relationships;
make othersfeel safe andcomfortable
Set andachieve self-made goals
Amiable,conflict-freerelationships
Attention
Lackingurgency
Acceptance
Give in
Pout or sulk
Strengths
Potentialgrowth areas
Preferredsituation
Measures ofprogress
TimemanagementStyle
Trust-buildingstyle
Initial reactionto pressure
Reaction tocontinuedpressure
Promoting Supporting Controlling Analyzing
Interpersonal Styles
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NHNG KHAC BIET VE KIEU HANH VI
Ky nang xa
hoi; gioi thuphuc cam tnhngi khac
Ngng, kiemtra, em en
10
ng auth thach vaat ket qua
nhanh
Hoan ho,phan hoi
chan thanh
Cam ket cao
Ci m
Noi ratnhieu
Cau knh
Hieu biet; quan
tam enngi khacve mat thong
tin
a ra sangkien; quyet
nh kp thi
Sc ep co giihan; khong gii
han thi gianhoac loi thoat
Hoat ongban ron
Qua chi tiet
S tin cay
Im lang
Rut lui
Hieu qua,
hoan thanhtot congviec ungthi han
Lang nghecac camxuc cungnh li le
Chien thangtrong th
thach canhtranh
Ket qua,ket qua va
ket qua
Qua sotsang
S bnh ang
Tr nen cotnh kiem
soat nhieuhn na
Tr nenoc oan
Quan he tot,lam cho ngi
khac camthay an tam
va thoai mai
T at rava at
c cacmuc tieu
Cac moiquan he
than thien,khong xung
ot
S quantam
Thieu tinhthan lamviec gap
rut
Chap nhan
au hang
Kho chu
hoac hndoi
iem manh
Lanh vctiem nang
Tnh huong athch
o lng stien bo
Kieu quan lythi gian
Kieu xaydng long tin
Phan ngban au visc ep
Phan ngvi sc eptiep theo
Thuc ay Ho tr Kiem soat Phan tch
Cac kieu hanh vi
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Perceived Behaviours
People with the perceived behavioural style of:
Need to learn to:
Measure progress by:
Must be allowed to:
Will ask the question:
Need leadershipwhich:
Want to save:
Take endorsement:
Need to be given:
Rely on the power of:
Responds as adultsby:
Are motivated by:
Pause, checkthemselves, count
to 10, discipline
Applause,feedback from
audience
Get ahead quicklywith a fast moving
challenge
Who?Personal, dominant
Inspires them tobigger and better
accomplishments
Effort, they like totake the easy way
Social skills,winning people
over
Some structurewithin which toreach the goals
Feelings, expecttheir winning ways
to carry themthrough
Giving personalendorsement andminimising task
problems
Getting recognitionand having new
experiences
Listen to feelings aswell as words,
humility
Results, goal oriented,may run over people
to get there
Get into competitivesituations and win
What?Results Oriented
Allow them freedomto do things their way
Time, they comeacross as busy and
efficient
Getting the job donewell and on time
Positions that requirethem to rely on
cooperation
Personality, they hopethey are strong
enough to wing it
Expanding taskpossibilities, clarifying
and reasoning outtask problems
Producing results andbeing right
Reach for goals,determination
Attention, like to haveothers stroke them
Relax and feel goodabout the people
around them
Why?Personal, non-goal
Details specific plansand activities
Relationships,friendships mean a lot
to them
Friends, if they stilllike me, I must be
doing it right
Structure for the goaland methods for the
task
Acceptance, theirability to stroke others
will save the day
Becoming openpersonally, combining
the task into therelationship
Contributing to othersand receiving
approval
Make decisions withoutwaiting for more details
Activity, keep busy andresults will fall into
place
Be let off the hook, notcornered or pressured
How?Technical, analytical
Structures a frameworkor track to follow
Face, they hate to lookbad or get caught
without data
Knowledge, they relateto others around
information
Some methods of howto deal with people
Expertise, when indoubt go to the well and
bring more data
Giving taskendorsement to
interpersonal problems
Integrity, trust andsaving face
Promoting Controlling Supporting Analysing
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16 26 30 32 34 36 37 39 41 43 64
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16
32
34
35
37
64
44
42
39
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